I worked now with Bill twice (and I am hiring him for a third time). At CARTO, Bill was tasked with implementing the MEDDICC sales methodology across our entire sales and leadership team. His approach was masterful. He didn't just teach theory; he embedded himself with our teams, leading practical deal reviews and providing the hands-on coaching required for genuine adoption. He successfully transitioned us from a sales culture reliant on individual heroics to one founded on a unified, rigorous, and repeatable process.

The business outcomes we achieved as a direct result of Bill's work were exceptional:

- 200% Increase in Average Deal Size: Our sellers learned to quantify value and engage economic buyers, enabling us to move significantly upmarket and improve our unit economics.

- 60% Increase in Quota Attainment: Success became a team-wide standard, not an exception. This created a scalable and predictable revenue model, boosted morale, and reduced costly rep attrition.

- Forecast Accuracy Approaching 90%: This was a game-changer. It eliminated "happy ears" from our pipeline and gave our leadership team unprecedented confidence in managing the business.

- Acquisition of Higher Quality Logos: We began consistently winning marquee customers, which provided powerful market validation and acted as a magnet for attracting more top-tier clients and talent.

When Blake Salle joined Proofpoint as CRO, he knew he had to establish a "common language" for deal execution and inspection in order to scale the business. Blake chose MEDDICC as the language and SMG as the delivery partner. 

"SMG partnered with my enablement team to execute MEDDICC adoption at our 2020 SKO in Salt Lake City. 1300 customer facing sellers, sales leaders, system engineers, customer success team members, and SDR's  are now speaking and executing MEDDICC. SMG is a professional organization and I highly recommend using them."

We are ALL IN. We are monitoring and reporting on MEDDICC Score progression, along with weighted pipeline progression to help both increase the accuracy of forecasting, as well as help reps identify holes in their game plans. MEDDICC is the language we use internally across sales and marketing, making communication pretty simple. 

Q2 was above goal, Q3 was above goal, and Q4 is 100% growth against last year's performance. So something is happening here. 

“SMG provided MEDDICC training to all of our customer facing teams during sales kick-off.  The feedback from the team was tremendous and the results were nothing short of spectacular. The teams are now all speaking the same language and vernacular when describing customer projects and engagements, we are streamlined in our execution to provide value to our customers, and our ability to forecast within a 5% various has increased.  Thank you to both Jack and Steve for pioneering this methodology.  Truly a fundamental training all customer facing teams should complete as this training produces results.” ​

​“MEDDICC is a brilliant methodology for driving predictability through real deal insight.  It is a transformational approach to sales and sales management effectiveness and we are adopting it aggressively across Proofpoint.  The way in which the SalesMEDDIC team introduced it to our global salesforce at our SKO 2020 was engaging, compelling and highly instructive.  The team left armed not only with the knowledge of MEDDICC but also with the motivation to put it into practice.”

​​"If you fail to plan, you can plan to fail!  MEDDIC has helped me stay disciplined in my sales process so that I can understand where my gaps are what actions steps I need to take to result in a successful partnership with a customer.  Adopting MEDDIC has played a critical role in my success!"

"Not only has the MEDDIC methodology delivered by the Sales Meddic team become a mainstay by which my sales managers and their teams qualify their committable business, I am living proof of it's impact from “in the field” training I received from Steve and Jack many years ago. A must for maturing sales hygiene."

​"We trained 150 Kony sales team members at their SKO. Here is what the President had to say.  "I knew MEDDIC, but I didn't know MEDDIC like these guys do. This workshop has exceeded my expectations."

​"We executed a remote delivery for the Qualtrics APAC sales team based in Sydney, Australia. Here is what they had to say 3 days after the event. "Our sellers are already speaking MEDDIC."

​"We did the entire workshop remotely over 3 sessions at 1 1/2 hours each so everyone could participate and pay attention. Our sales leaders now know they can inspect opportunities using the common language of MEDDIC. Our sales reps submitted 20 new Metrics and all know the common language of MEDDIC. I am very pleased with execution and the content, especially the quality of the homework exercises. I am retaining SMG for follow on work."

Thanks again for everything you have done to raise the bar on our team through the application of MEDDIC!!

Since we formally rolled out MEDDIC to the DBDs in January of 2024, we felt like it was appropriate to look at how things have changed from 2023 vs 2024. So, all of these percentages are comparing 2023 to 2024 for our New Business Sales team.

- 31% increase in YOY on the average annual contract value of new business deals closed.

- 48% increase YOY on the average total contract value of new business deals closed.

- For those sales reps actively selling in both 2023 and 2024, on average we are seeing a 63% increase YOY in their overall bookings.